10 Mind Traps That Freelancing SALES Professionals Believe They Are Entitled To. Find Out Now the Truths That Will Set You Free! Part 2.

– Why do you give your phone number if you don’t answer it anyway?

– For people to have the illusion that I am available and to think that I am doing them a favor by giving them my personal number. The downside is that there are some who, damn it, even call!

– You realize what a horrible crime, call a phone number you gave to find you, with

the expectation that you would really answer …

– Yes, poor people!

– The poor them? poor me!

– If it bothers you so much, why don’t you put it on silent mode?

– No, because I feel more important if my phone rings like at the embassy and others hear it! That means I’m wanted!

– Not for long, with this attitude…

 

Here comes a new article about creative ways to fuck up your business! And, of course, how to avoid them. Today, we take a look at some more limiting beliefs in sales. This post is part 2 of an article started here, where I already addressed the first 5 limiting beliefs:

1. I’m here to practice, not to learn theories.

2. I went all this way, made my best presentation and had to return without any sales. I am so tired of walking around the city doing presentations to prospects who don’t buy anything!

3. The idiots who don’t buy because the prices seem too steep are just plain ignorants that don’t deserve what I sell!

4. My time is too *P*R*E*C*I*O*U*S* to call prospects. I don’t do telemarketing, I only deal with decided customers.

5. This guy… he called me out and now he is late/not paying/changed his mind. F… him!

 Here are the next 5 limiting beliefs for freelancing sales professionals:

6.I don’t know who I should insist with and who not to insist on.

7. I hate those nitwits throwing objections on my path to glorious sales!

8. I have a lot of trouble accepting “no” for an answer when I try to sell a big deal to a prospect.

9. Once I made my sales quota, I don’t care about anything anymore and I can go to the Bahamas!

10. I don’t need to explain myself to my customers. They might misunderstand, judge me and it’s none of their business anyway!

Let’s now take a closer look at each of these statements!

 

 6. I don’t know who I should insist with and who not to insist on.

Well, that is a challenge for any salesperson, like a game of perception and rejection. No matter how balanced you really are, there’s always the possibility of someone perceiving your behavior at one moment as insistent. This is especially true of people who lack assertiveness as a skill or as a decision. Also, with those who don’t really know what they want. Therefore, just because someone says you insist too much, it’s not necessarily true.

Have you ever wondered why persistence in sales is different from persistence in marketing? Persistence may be perceived as cold and aggressive in marketing mostly if it’s done via e-mail or social media. This environment doesn’t allow for non-verbal nuances. There are also legal limits concerning spamming. There are also special standards that apply. Keeping this in mind, a perception of insistence from a certain prospect may be a sign of a lack of preparedness to buy. Within the marketing frame, especially with electronic communications, it is easy for the subscriber to unsubscribe from receiving offers without making the marketer perceiving it as a personal and direct rejection. In sales, it’s different. The rejections closer to you seem bigger than they really are. Sometimes, it’s not a problem that you insist. It’s HOW you insist.

It’s good that you consider marketing tactics as a means of delivering powerful messages of contribution and cherishing the art of making your product or service desirable. The only way to get your product or service out in front is through skillful persuasion. Getting through the clutter is a duty for your marketing consultants and assistants also.

In sales, the only chance of getting out of the trap of perceived persistence goes through establishing rapport, eliciting criteria and respectfully challenging objections. It’s not a guarantee that it will work, but it’s worth training your skills in this direction.

 

7. I hate those nitwits throwing objections on my path to glorious sales!

Here is what objections are (usually) not:

  • death sentences;

  • curses;

  • sadistic intentions;

  • unrelenting standards;

  • deadweight;

  • individual personal judgments on you;

  • hate declarations towards your product/service;

  • unavoidable criticisms.

 

Here is what objections might be (and in most cases, are):

  • signs of insufficient knowledge awaiting clarification;

  • unilateral perspectives awaiting different points of view;

  • conditions to fulfill criteria and values of the client;

  • inner conflicts of the client that need to be solved;

  • opportunities to improve your product;

  • jokes to light up the atmosphere;

  • client hallucinations;

  • mind tests verifying your commitment;

  • lies to avoid assertiveness;

  • postponing which calls for the need for reassurance;

  • confirmation you have chosen the wrong target;

  • beliefs to change;

  • signs that the client actually wants to buy as soon as all the questions are answered;

  • convincer strategy bricks.

It’s rather useful to think of objections in terms of the second (bigger) list, even if they might not appear so (to you). Therefore, as a salesperson, it is important to take on responsibility for the persuasion speech and for appropriately choosing the right people to talk to. A salesman is not a psychotherapist, a magician or a victim. Objections invite the salesperson to explore, to use creativity and to improve his/her skills. This might be uncomfortable.

There are “objections” which don’t deserve being addressed. Most, if properly framed, go away naturally. Anyway, no need to take them personally!

 

8. I have a lot of trouble accepting “no” for an answer when I try to sell a big deal to a prospect.

Self-confidence can definitely go a long way in business. It depends on whether you prioritize relationships (you want this prospect to buy something from you in the future) or task (make this big sale now and accept the risk of being avoided later). You might choose to pay attention to a slightly different perspective. I am the first to admit there are some clients who you CAN and SHOULD afford to lose. So it really doesn’t matter if you push it. In most cases, though, this is damaging to your business.

I presented an important idea at issue #3 in the previous post, here. I have something important to add. Although “no” sometimes means “no for now”, it still means “no”, for now! A salesperson who (obsessively) relies on getting a “yes” may lose some power of persuasion. The prospect can easily relax IF (s)he knows that it’s OK to say “no” and you won’t take it personally. Only if you can make it into a win-win scenario in your head either way it goes, you can make even a “no” work for you. Each honest “no” is important because it gets you closer to a “yes”.

Of course, there are plenty of techniques you may use to reframe and turn a prospect around. All those go out the window when the prospect loses their patience and attention. If that happens, it’s because of what’s in your head, not because of the techniques.

Anxious emotions might be natural for beginners. Still, that might be a sign that you seem much too vested into what you’re selling. That may raise an unnecessary mistrust of the prospect.

 

9. Once I made my sales quota, I don’t care about anything anymore and I can go to the Bahamas!

While the importance of celebration cannot be denied to a good salesperson, this attitude is detrimental to the sales business. Here are some reasons:

  1. Just because you made your quota this month doesn’t mean you will also succeed next month. Wouldn’t it be wiser to make the most of it while you can, just to make up provisions for rainy days?

  2. Some sales might be returned/canceled and what you thought of being a “fulfilled quota” might turn out as insufficient in the end.

  3. This is an employee mentality. Salespeople cannot afford to have employee mentalities (even if they are employed). Salespeople are closer to freelancers and entrepreneurs in their appetence for risk. Therefore, your job is never completely “done”. Stay a provider, don’t become more of a consumer! While you may take a vacation or a bigger break once in a while, don’t take it for granted that you are entitled to it just because you made your quota!

  4. The increase in sales this month might reveal an opportunity window for business closing. It’s worth exploring this if your celebration could wait a little bit.

  5. The results you just got might be the effect of some older efforts. If you take it easier now or if you take a break, in the future, you might observe negative results of the current efforts. Connect causes with effects appropriately!

Don’t take this the wrong way: I don’t want to stress you. Stop and think! It’s important to keep in mind that if you are a good salesperson, your activity should be a nice reward in itself, sufficient enough to delay gratification (not to cancel it). This way, you might enjoy greater results later.

 

10. I don’t need to explain myself to my customers. They might misunderstand, judge me and it’s none of their business anyway!

Sometimes, a salesperson doesn’t deliver appropriately or delays the delivery because of issues that might appear. It’s important to take responsibility even for things that are outside the control of the salesperson. Try your best to offer a reliable service. Still, remember that your clients are (or might be) human as well. Most can understand some issues if they believe you are honest and you’re doing your best to solve most issues. Therefore, keeping the customers informed of your imperfections may even make what you are offering even more valuable and credible. A mistake committed in the line of sales isn’t the end of the world. If you know how to make up on your end, it may offer you the possibility to make the commercial relationship even stronger

Of course, there is no guarantee that your honesty about your mistakes will make a client forgive you, but in most cases, it will. Trust me. Authentic sales are more human than impeccable perfection.

So, there you have it! Keep in mind that the most important limits you need to break through are those in your mind! If you’ve liked this article, in two weeks I’ll publish a follow-up. The next article will rais the interest especially for product owners, managers, and entrepreneurs. Marketing specialists and professional salespeople might be interested, too!

If you liked this article, I also invite you to read: 

To Manipulate Or Not to Manipulate, That Is the Question

The Ethics of Public Speaking

How Easily Do You Conform to “No”?

The Impact of Negative Feedback

Get Over Entitlement in Marketing, Management and Business

5 Mind Traps That Freelancing Marketing Professionals Believe They Are Entitled To But Stops Them From Making Sales. Find Out Now the Truths That Will Set You Free!

Marcus Victor Grant

Copyright © Marcus Victor Grant 2017-present Series started in 2017 and updated for publishing in 2020. Copyright © Marcus Victor Grant, all rights reserved.

The materials on this blog are subject to this disclaimer.

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